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Garry House
  • Male
  • Jupiter, FL
  • United States
  • Garry House and Associates Co.
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Garry House's ADM Profile page

Latest ADM Activity - Click "More" at bottom!

Garry House posted a discussion

Confirm and Cultivate Your HVA

Your Highest-Value Activity (HVA) will drive your greatest incremental profit! And most retail automotive management professionals acknowledge that the largest potential profit improvement can be achieved by generating additional vehicle sales department gross. So, I have recently made a point to ask my dealer-clients, their CFOs, their GMs, and their sales managers, “How do you ensure that the people that work for you in Variable Operations are spending the right amount of time on the…See More
Aug 17

Garry House posted a discussion

Setting Employee Expectations

On my new web site at, under the “Develop Your SELF” menu tab, I discuss how to achieve a Culture of Accountability. One of the most important elements of accountability management, Clearly Defining and Communicating Your Expectations, is a critically needed, but rarely well-practiced, discipline within the retail automotive industry. You’ve heard it before: people will rise to the level of performance and/or behavior that is set for them. Mind…See More
Jul 25

Garry House posted a discussion

And then the GM said, “We used to do that!”

It was in late 1987, and I was conducting an in-dealership workshop focused on Financial and Operational Planning and Controls. I was describing an F&I process that I had recommended to increase service contract penetration, when the general manager said, “We used to do that.” In response to his statement, I asked, “Did it work?” “Absolutely,” he answered. I was tempted to say, “Then why did you stop doing it?”, but I was new to the consulting business and didn’t want to risk offending one…See More
Jun 29

Garry House posted a discussion

Does Your Culture Need a Makeover?

Recent discussions I’ve had with potential clients suggest that one of the biggest road blocks to maximizing retail automotive success is the dealership (or department) culture. I decided it was again an opportune time to tackle this thorny issue. “Culture” can be defined as the shared values and practices of the company’s (or department’s) employees, and it’s important because it can make or break your dealership. Business cultures change over time, primarily as a result of employees leaving…See More
Aug 12, 2016

Garry House posted a discussion

Who’s at Fault for the Talent Shortage in Automotive Sales?

Rarely do I come across a dealer today who claims to have a sufficient number of vehicle sales personnel. When adding the word “quality” to “vehicle sales personnel”, the dealers’ claims of staffing success turn pretty ugly. Why is it so difficult to attract quality people for automotive sales positions?Several years ago, I was working with a client in Southern California and conducting one of my rare sales training meetings. The subject of the meeting was Developing and Engaging Your Circle of…See More
Jun 14, 2016

Garry House posted a discussion

How to Increase Sales “the Easy Way”

At the Sonic Automotive Dealer Academy in 2003, we began using, as a teaching tool, an article titled, “Simple Techniques to Grow Your Business.” This article was authored by Duane “D.J.” Sprague who, at the time, was the president of Dunning Sprague Marketing & Advertising, a full service agency specialized in generating and retaining customers for the retail automotive dealer. All of us that were exposed to “D.J.’s” metrics took them at face value. I think many of them, particularly those…See More
May 20, 2016

Garry House posted a discussion

A 6-Step Guide to D-I-Y Compensation Planning

As the most visible compensation expert within the retail automotive industry, I frequently receive dealer inquiries that sound something like this:“I think it’s time to revise some of my compensation plans, but I’m not quite sure how to start. Would you send me some samples of plans that are currently working well at other dealerships that have engaged your services?”Unfortunately, I learned the hard way that, unless I was working in a teaching or consulting environment, my short-lived…See More
May 9, 2016

Garry House posted a discussion

Nothing Replaces Sound Performance Management!

I’m sure that at some time in your retail automotive career you’ve been advised not to “chase shiny objects.” And if you attended the 2016 NADA Convention earlier this month, you are certainly aware that the vendor community loaded the exposition floor with what they claimed to be “magic bullets” to overcome the challenges of becoming a better dealer. Were there products and services at NADA 2016 that will help improve your dealership? Absolutely! But “new and different,” by itself, won’t get…See More
Apr 21, 2016

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Garry House and Associates Co.
REQUIRED: Auto Industry Business Segment or Affiliation (check all that apply):
Dealership Solution Provider, Consultant
REQUIRED: Your Business Phone Number
(561) 744-2627
REQUIRED: YOUR Business Website URL (ie;
YOUR Email address for business contacts
Your Mobile Phone Number, Direct Business Line or Alternate Number
(561) 339-0043
Select All franchises/brands you are associated with
48-Not Applicable
ADM is a Professional Network, describe: "Why should anyone do business with you?"
Specialist in Management Training for all dealership departments; Focused on maximizing both long-term growth and short-term profitability for the client-dealer; One of the few "turn-key" dealership consultants, experienced in all dealership departments; Skilled in Change Management; Verifiable client-dealer ROI of at least 300%.
"What will YOU contribute to the ADM Community?"
55 years of automotive experience: four with General Motors Corporation, and twenty-two years in the retail environment as a department manager, general manager, and dealer principal, and twenty-eight years in training and consulting.
CAR DEALER or OEM Website you recommend (ie;
Social Media, Network or Blog site you recommend (ie;
INVENTORY MERCHANDISING or Classified Listing site you recommend (ie;
YOUR Twitter profile, or one you recommend (ie;
YOUR Facebook Profile/Page, or one you recommend (ie;
YOUR YouTube Channel, or one you recommend (ie;
INTERNET LEAD Suppliers You Have Experience Using
Dealix, AutoUSA,, eLeads
Reynolds ERA
Used Car Inventory Management Solutions You Use
HomeNet, AAX, vAuto, FirstLook

Garry House's ADM Blog

It’s Your Choice to Change!

Posted on January 9, 2015 at 8:57am 0 Comments

On December 31st, noted marketing consultant Dan Kennedy published an article titled “Change is a Matter of Choice.” He began his message by stating that now is the time when millions of people make utterly empty New Year’s resolutions. He went on to say, “the truth is, most are empty of resolve all year long,” and although I hate saying it, this phenomenon is far more prevalent than it should be within our great community of retail automobile dealers.

Way too many…


From the NCM Institute: Dealer Beware: Pitfalls of Selecting the Wrong Contractor or Subcontractor Written By: Dennis Kane

Posted on July 25, 2013 at 9:55am 0 Comments

Written By: Dennis Kane

I have seen a significant number of high value claims as a result of contractors or subcontractors not carrying insurance or inadequate limits of insurance.

Examples of high value claims against dealerships include:

  • Claim against a dealership’s workers’ compensation carrier or general liability carriers due to an injury of a subcontractor’s employee and the subcontractor doesn’t carry workers’ compensation insurance.
  • Claim against a…

From the NCM Institute: Get Your Arms Around The Data In Your Dealership Written By: Steven Banks

Posted on July 9, 2013 at 5:30am 0 Comments

Written By: Steven Banks

Lately it seems I am unable to hide from the term, Big Data. I’m exposed to it in headlines, newspapers (a bit old school but I still read them), magazines and yes, even blogs. But what does big data truly mean and why are we being doused with it? The term is so new I couldn’t locate it in the…


From the NCM Institute: The Used Vehicle Age Management Process Written By: Garry House

Posted on July 1, 2013 at 5:30am 0 Comments

Written By: Garry House

Last month I published a blog focused on the difference between good and great automobile dealers, and I promised to follow that up by discussing what we, at the NCM Institute Center for Automotive Retail Excellence, have learned about the differences between some of the good and great processes employed by these dealers. This is the first of those follow-up articles.

Most every dealership manager…


From the NCM Institute: Will You Take The Six-Month Challenge to Maximize Your Profits? Written By: Robin Cunningham

Posted on June 27, 2013 at 5:43am 0 Comments

Written By: Robin Cunningham

Most Monday mornings I find myself standing in NCM Institute’s beautiful training facility welcoming a new class of retail automobile dealership managers who have come to Kansas City for formalized training specific to their job responsibilities. After introductions, I tell them something like: “We won’t be talking about what you think you have come here to learn until just before or…


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At 8:38pm on February 10, 2009,
Todd Mathews
Hello Garry,
My name is Todd Mathews and I am the director of sales for Widestorm. I would like to introduce you to the new way of buying and selling cars in the 21 first century, we call it; the industry’s first online negotiation system. We launched the system in and we are seeing some awesome RESULTS and the customers are blown away with the experience. Let me know if you would be interested in learning more.


Todd Mathews
National Sales Director
Office: 830-963-1113
Fax: 210-579-1241

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